Commvault successfully assembles a strong, collaborative partner ecosystem

Balaji Rao
Area Vice President, India & SAARC, Commvault

Commvault’s shift towards a more strategic partnership model prioritizes partner education and long-term collaboration. The company’s commitment to providing robust support, ranging from financial incentives to technical training, has solidified its position as a trusted partner in the market.

Channel-friendly policies are crucial in driving corporate business growth in India, particularly given the market's size and diversity. In a country where maintaining a direct sales presence across all regions is challenging, these policies help businesses reach new markets and customer segments more effectively.

Channel-friendly policies enhance transparency, build mutual trust, and support long-term collaboration with partners, which is essential for navigating the complexities of the Indian market. Aligning business objectives with partner capabilities strengthens market penetration, lowers operational costs, and drives innovation.

Sustainable partnerships are built on a channel-friendly policy grounded in foundational principles that promote mutual growth. At the core of these programs are clear, incentive-driven structures—commissions, performance-based rewards, rebates, and bonuses, all designed to align partner goals with business objectives for mutual success. Transparency is essential, with open communication on policies and expectations fostering trust from the outset.

With the push for a more connected channel ecosystem, organizations must adopt best practices for building and nurturing these relationships. Investing in advanced technologies like automation and SaaS provides vendors with a competitive edge, directly enhancing partner engagement and driving higher revenue.

“Commvault’s channel-friendly policy has significantly contributed to its success in the Indian market by establishing a strong, collaborative partner ecosystem,” says Balaji Rao, Area Vice President, India & SAARC, Commvault. “The company’s partner-obsessed, partner-powered approach emphasizes mutual growth and value creation. Through initiatives such as the gamification platform and the "Bounty Bonus Rebate" across EMEA and India, Commvault rewards partners for securing high-value deals and focusing on key areas like cyber resilience rather than relying on traditional incentive models. Through transparent communication and a deep investment in nurturing successful partnerships, we will continue to drive profitability and growth, positioning our partners for success in a competitive landscape.”

MEASURING PROGRAM SUCCESS
Commvault measures the success of its partner programs through a comprehensive, multi-faceted approach. It defines clear goals and metrics tailored to each partner type, focusing on key factors such as revenue generation, customer acquisition, and overall profitability. Metrics like the number of new customers and deal size, especially in cyber resilience, are key indicators.

Commvault aligns its incentives with partner goals, rewarding high-value opportunities through initiatives or programs including the Bounty Bonus Rebate and the Partner Advantage program. Transparency and communication are core pillars; performance is regularly monitored, and partners receive real-time feedback. This collaboration nurtures deeper trust and ensures that both parties achieve mutual success.

“Additionally, we are continuously evolving our approach, focusing on education innovation, and eliminating outdated transactional models, solving customer problems, and driving shared growth,” says Balaji.